Security Sales & Integration April 2022 - 27

Utah Yamas Controls
voice. We have a lot of influence over manufacturers
and the directions they're taking, and if there's
problems with products or things like that and
delivery, they tend to listen when Security-Net
talks. Also, we have meetings regularly with the
Security Industry Association. They give us updates
on legislation and what's going on, and as
a collective I believe we are able to have considerably
more influence in the industry at large.
Hogan: D/A Central has been part of Security-Net
for about 25 years, but I have only been a
member for about nine. I came from outside the
industry and these peers and these relationships
have given me an incredible education on the industry.
We share best practices and what's happening
with the best of the best within the industry.
We've done business the last couple years in
over 30 states and three continents. We couldn't
be doing that without Security-Net. Through this
alliance, the top vendors and distributors communicate
with us and keep us up to speed. As
a Michigan-based integrator, I can have a much
larger footprint and Security-Net really helps us.
Sweeney: There's all kinds of business groups
you can join. But our industry is so unique and
has such a unique set of challenges, it's been
paramount to have a group of kindred spirits
where we can talk about all our very similar
challenges and wins, as well as to make our
businesses better.
Some specifics have been negotiating and
talking with different manufacturers. Being
part of Security-Net has given us a different audience
with certain manufacturers, potentially
in conversations with folks we may not have
been able to access without the Security-Net
connection. The organization is also crucial in
allowing us to deliver for our customers that
have a national footprint. It gives us the ability
to compete with organizations we may not have
securitysales.com
been able to in the past.
Our technical staff sometimes feels on an island
as it relates to being experts on everything
we do for our customers. Having another friendly
set of technical resources that aren't associated
with manufacturers has been a powerful safety
net. On the rare occasion that we get into a position
where we need to basically phone a friend,
it's nice to have many you can rely on.
Krumme: Security-Net allows our company to
be bigger than it is from the relationships and
resources. Last year, we were doing business in
Asia. Craig Jarrett has an office in Great Britain.
His manager there gave us a contracting company
they had worked with in China that we
ultimately hired to do work for us for a national
account. This year because of the guys at Netronix,
we will do business in Johannesburg, South
Africa, with another company with which they
are familiar. That's the power of Security-Net.
Roy Stephenson drove four hours last summer
to meet me at a customer site. He was
pretty new to the organization and didn't yet
know me very well. We could visit a customer
site in Utah that my company had pioneered.
Although we haven't yet gotten much from that
customer, the good news is it's being budgeted
and that customer will grow for both of us.
That's the power of Security-Net.
Komisar: It is the best organization I've ever
joined professionally, period. I've been in Security-Net
for 12 years. I was the young kid and
now I'm one of the older guys. The camaraderie
is vital, but there's much more to it. Within
Security-Net, we built four pillars: industry
influence, best practices, enterprise account fulfillment
and innovation & technology. We have
changed over the past several years, and in just
the past few months brought in five new Security-Net
partners. We're constantly evolving. SSI
APRIL 2022 Security Sales & Integration 27
Some large
customers who
use specific
products,
especially
cameras, if those
cameras are no
longer available,
they are putting
in second-, thirdbest
options
knowing that as
soon as the supply
chain recovers,
they will have to
swap them out.
- Craig Jarrett, Netronix
http://www.securitysales.com
Security Sales & Integration April 2022

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